Description
VP, Commercial Operations
About Mimecast
The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted.
Work Protected.
Overview
As VP, Commercial Operations, you'll lead the engine behind how we price, quote, close and enable revenue. Bringing Deal Desk and GTM Systems under one leader, you'll make deals faster to close, cleaner to book and easier to forecast, while making our GTM technology work as one platform.
This is a player-coach executive role reporting to the SVP, Revenue Operations. You'll partner daily with Sales, Finance, Legal, Customer Success, Marketing and Enablement. The GTM Systems team currently includes roughly seven people across systems management, user support and account and contact data quality, with coverage across the US and EMEA.
In your first year, success means faster, more consistent deal reviews and quote support; stronger margin and discount governance; fewer booking and reporting discrepancies; and improving field satisfaction and win rates on supported deals. You'll also establish transparent systems prioritization, improve tool adoption and data quality, and give leadership better visibility into pipeline, forecasts and renewal risk. Across both functions, you'll work toward measurable, more predictable Gross Retention Rate and Net Retention Rate, with renewal risk identified 6–12 months before expiry.
What You'll Do
- Make Commercial Operations the single point of entry for Sales on deals, systems challenges and process friction, with clear triage, ownership and resolution. Set support SLAs, report on turnaround and backlog, and manage IT escalations through to closure.
- Lead Deal Desk across the quote-to-close lifecycle, including deal structuring, pricing, discount approvals, non-standard terms and booking accuracy. Serve as the executive commercial authority on complex enterprise deals, and bring stakeholders together early for timely, repeatable reviews of large and strategic opportunities.
- Establish delegated authority, approval workflows and discount guardrails that balance speed, margin and risk. Own renewal deal governance, incorporating current pricing, packaging and terms guidance and supporting the move of Mimecast's customer base to the APEX platform.
- Own the end-to-end opportunity-to-cash process in partnership with Finance, Legal and IT. Align commercial terms with ASC 606, gross margin targets, ARR treatment and booking rules; reconcile Salesforce and finance reporting; and standardize uplift, true-up and co-terming approaches with Customer Success and Account Management.
- Own the GTM technology roadmap, budget and vendor portfolio, including Salesforce and SPM, Gong and Gong Engage, Seismic, Scribe, prospecting and data tools, Gainsight, Docebo and Xactly. Make build, buy, consolidate and retire decisions based on utilization, cost and measurable value, and evaluate AI and automation to remove manual work.
- Run transparent GTM systems intake, prioritization and releases with IT, aligning work to company strategy. Establish shared integration standards and ownership across functions, and keep stakeholders informed about progress, planned work and remediation timelines.
- Improve adoption of GTM tools with Sales leadership and Enablement. Lead account and contact data quality, primary-contact coverage, account matching and ownership, supported by predictable user support, UAT and documented change management.
- Partner with Sales, Finance and RevOps on annual GTM planning, preparing systems for the April–March fiscal year across territories, capacity, quotas and compensation. Provide the systems, data and reporting needed to inspect pipeline, forecasts, bookings, churn and renewal risk, and support new GTM motions.
- Identify and remove friction across systems and deal processes, building connected quote-to-order-to-renewal pathways that support predictable recurring revenue and stronger retention.
- Lead and develop Deal Desk and GTM Systems leaders, building succession coverage and an accountable, engaged team. Flex FTE and contractor resourcing to demand, and represent Commercial Operations to executives, the board when needed, and external vendors and advisors.
What You'll Bring
- Substantial B2B SaaS sales, revenue or commercial operations experience, with the executive-level scope to lead managers and multiple functions, set commercial strategy and stay hands-on with execution.
- Direct experience running an enterprise-scale Deal Desk or quoting operation, including pricing governance, approval design and complex, multi-product deal structures.
- Deep understanding of SaaS commercial models, discount governance and ASC 606 revenue recognition requirements, with financial fluency across ARR, bookings, churn, renewals and forecasting.
- A track record of building scalable quote-to-cash frameworks, partnering with technical RevOps and enterprise architecture leaders, and integrating Deal Desk with proactive renewal operations to improve customer lifetime value.
- Deep Salesforce knowledge and experience owning a multi-vendor GTM stack, including negotiating vendor contracts, rationalizing tools and demonstrating ROI. Experience with Gong, Seismic and sales engagement tools is helpful.
- Experience leading globally distributed teams across the US and EMEA and influencing senior stakeholders without direct authority.
- Practical examples of using AI and automation to reduce manual GTM work.
- A bachelor's degree or equivalent experience. An MBA is a plus.
- Experience in cybersecurity, email security, or channel and MSP sales models is a plus.
Belonging at Mimecast
Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.
We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.
We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
If you require any adjustments or accommodations due to a disability, or any other reason that may help you in your interview process, please let us know by emailing careers@mimecast.com.
Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.